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Either speed up or get passed by! Implementing an Agile approach into your sales strategy will keep you alive. Ignoring it won't.
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Why Slow Sales Leaders Won’t Survive
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SPEED…Customers demand it.
The Marketplace requires it.
The Board and CEO expect results now.
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Yet many sales managers are slow to respond.
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Yet many sales managers are slow to respond.
WHY?
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Because speed requires more time and effort from a sales manager.
It requires taking risks and learning
from failure.
The average sales manager will avoid these requirements.
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This presentation will explore ideas sales managers can implement to increase their speed.
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One key technique we’ve found success with is taking the agile approach.
Agile is a group of methods based on iterative and incremental improvement.
It encourages rapid and flexible response to change.
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Here’s an example of how it should be applied to Sales Leadership…
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Meet ‘Just Getting by’ Jeff
Jeff’s been a sales manager for 5 years. He was promoted after
consistently high performance as a sales rep.
The last two years, his team has missed quota.
He tells his boss he wants a promotion but his actions and results say
otherwise.
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Deep inside he knows promotion just means more work and responsibility.
Jeff wants more without any
additional work.
Imag
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Jeff is slow to….• Fire poor performers• Change dated
processes• Hold his team
accountable• Acquire new
capabilities• Execute new initiatives• Share new ideas• Adopt best practices
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Download the SALES LEADER AGILE CHECKLIST
to outpace your peers and Make the Number
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You can find Jeff in the office between 8-5 almost every weekday.
He only attends sales calls at the request
of his reps.
Jeff is being outperformed by his
peers.
The truth is that Jeff is becoming the norm.
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The population of top tier sales managers is shrinking.
Sales managers are regressing to average
as the market outpaces them.
The need to evolve is exposing many of
them.
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Sound familiar?
Your organization probably has a few Jeff’s around.
The multiplier effect of Jeff is
scary.
Jeff enables a culture of
mediocrity
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Meet ‘Agile’ Anthony
Anthony works a few hours more than Jeff each week, but not much.
He focuses on value added activities.
Instead of reacting to his boss and reps, he proactively focuses on
incremental improvement.
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Anthony’s team knows what is expected of him
He spends most of his time observing and coaching.
Anthony has built a culture of peer accountability, incremental
growth, and speed.
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Anthony has studied the concept of Agile and applied it to his team.
Anthony’s Key Activities for 2013
Agile activities drive results fast.
Anthony has developed a detailed checklist to ensure he is making progress.
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Download the Anthony’s AGILE CHECKLIST
for detailed guidance on how to implement the following suggestions…
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1. Develop a customer research cadence:
a. Social Listening – what are customers following, saying, and doing?
b. Customer Interviews – learn more about each role you sell into.
c. Opportunity Win/Loss – learn from everyone by asking for feedback
2. Broadcast & Share – use Chatter, social media, email, weekly meetings, tracking board, etc…
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3. Empower Your Teama. Coaching with questions vs. directing.b. Turn your team into an idea factory by adopting ideas they recommend.
4. Rely on Analytics – measure leading indicators.
5. Be Fast & Flexible – Build a sales culture based on speed. Share wins and failures fast.
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The ResultsAnthony’s team uses these techniques to be
responsive to change
They produce new ideas, are self aware, and they know their
customer.
Anthony has created a culture of speed by utilizing Agile.
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Anthony doesn’t even focus on the end number.
Anthony’s goal isn’t to hit his quota.
It is for every person on his team to exceed quota.
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Evolve like Agile Anthony
Download the Sales Leader Agile Checklist by pressing here.
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Learn More
If you don’t have a content management process or need help optimizing your current one, Contact us to hear the rest of the story...
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